万字长文:全面解读社区团购增长之路

编辑导语:社区团购这几年一直很火爆,不少企业都想试试社区团购板块,特别是经历了去年的疫情冲击,社区团购更是进一步的发展壮大;如今社区团购的发展和扩张还在不断进行中,本文作者分享了关于社区团购增长之路的解读,我们一起来看一下。

万字长文:全面解读社区团购增长之路
社区团购如火如荼的进行着,本文从社区团购的发展、现阶段的市场规模情况,到用户拉新、激活、留存相关的因素分析,到未来展望,全面解读社区团购增长之路。
文章较长,附上目录:
万字长文:全面解读社区团购增长之路

一、社区团购要凉凉?

社区团购,于2016年在湖南长沙地萌芽,初是芙蓉兴盛等企业利用供应链优势,开始向社区提供在线拼团、送货到社区自提点的探索。(兴盛优选)
自2018年起,社区团购企业备受资本市场的疯狂关注,整个行业获得资本市场融资超40亿元;从8月到12月,你我您、十荟团、食享会、松鼠拼拼均完成亿级人民币以上的融资金额,小区乐更是获得了1.08亿美金的行业大笔融资。
而到了2019年,相比于少量的投融资事件,消息更多的是社区团购平台资金链断裂,经营不善,导致倒闭、关停、撤城等事件,如松鼠拼拼、小区乐。
2020年疫情催化,社区团购再度火上风口,迎来了新一轮发展,互联网大厂也都纷纷布局社区团购。
万字长文:全面解读社区团购增长之路
各大巨头高调入场,引起广泛关注,据媒体称,12 月 22 日,国家市场监管总局联合商务部,组织召开了规范社区团购秩序行政指导会,阿里巴巴、腾讯、京东、美团、拼多多、滴滴等 6 家互联网平台企业参加了会议。
会议要求,互联网平台企业要严格规范社区团购经营行为,严格遵守“九不得”:

  1. 不得通过低价倾销、价格串通、哄抬价格、价格欺诈等方式滥用自主定价权。在依法降价处理鲜活商品、季节性商品、积压商品等商品外,严禁以排挤竞争对手或独占市场为目的,以低于成本的价格倾销商品;
  2. 不得违法达成、实施固定价格、限制商品生产或销售数量、分割市场等任何形式的垄断协议;
  3. 不得实施没有正当理由的掠夺性定价、拒绝交易、搭售等滥用市场支配地位行为;
  4. 不得违法实施经营者集中,排除、限制竞争。经营者集中达到国务院规定申报标准的,应当事先申报,未申报的一律不得实施集中;
  5. 不得实施商业混淆、虚假宣传、商业诋毁等不正当竞争行为,危害公平竞争市场环境。严禁编造、传播虚假信息或进行引人误解的商业宣传,损害竞争对手的商业信誉、商品声誉,欺骗、误导消费者;
  6. 不得利用数据优势“杀熟”,损害消费者合法权益;
  7. 不得利用技术手段损害竞争秩序,妨碍其他市场主体正常经营。不得利用服务协议、交易规则以及技术等手段,对平台内经营者在平台内的交易、交易价格以及与其他经营者的交易等进行不合理限制或附加不合理条件,或者向平台内经营者收取不合理费用;
  8. 不得非法收集、使用消费者个人信息,给消费者带来安全隐患;
  9. 不得销售假冒伪劣商品,危害安全放心的消费环境。

国家出台政策,并没有表示社区团购不能做,反而,国家认真的在规范市场,维护市场经济的有序繁荣发展,引导互联网巨头在这一赛道的有序竞争;从另外一个角度,理解成国家是支持的也未尝不可。
社区团购经过几年的发展,已经验证了市场发展的可行性,除了资本的加持,谁能正确的开启社区团购的增长之路,谁便是最后的赢家。

二、社区团购增长重点

1. 市场现状

随着行业的发展,社区团购的市场规模也一直在扩大。
艾媒咨询数据显示,在疫情的刺激下,2020年社区团购市场发展迅猛,市场规模预计达720亿元,到2022年中国社区团购市场规模有望达到千亿级别。
万字长文:全面解读社区团购增长之路
2020年社区团购市场规模占2019年社会消费品零售总额比重还不足0.2%,据中金预测,长期看来,可能达到的市场规模将在 15000 亿元以上。
而当下,各大巨头也依然在努力“抢人”状态,社区团购仍在快速发展的成长期,市场也依然处于增量状态,各家产品也基本处于成长期阶段,所以,用户数量和订单量的增长依然是社区团购平台发展的重中之重。
同时,由于社区团购产品基于社区化的独特电商属性,销售的都是生活必需品包括食物及日用品,且面对下沉市场用户,主打性价比,所以对于选品和供应链的优化也将是产品成败的关键。

2. 业务模式

在说业务模式之前,我们先对新零售有个基本认知:

新零售,英文是New Retailing,即企业以互联网为依托,通过运用大数据、人工智能等先进技术手段,对商品的生产、流通与销售过程进行升级改造,进而重塑业态结构与生态圈,并对线上服务、线下体验以及现代物流进行深度融合的零售新模式 。
——百度百科

然后来看社区团购O2O新零售业务模式:
万字长文:全面解读社区团购增长之路
社区团购是真实居住社区内居民团体的一种购物消费行为,是依托真实社区的一种区域化、小众化、本地化的团购形式;通过社区商铺为周围(社区内)居民提供的团购形式的优惠活动,促进商铺对核心客户的精准化宣传和消费刺激,实现商铺区域知名度和美誉度的迅速提升,对商铺的营销产生重大效果。
社区团购O2O新零售采用“预售+自提”的方式,社区用户自主或被团长号召,在APP或小程序等平台商城内下单,平台向供应商采购商品入库;通过仓库分拣等方式出库,在用户下单次日配送至小区自提点,用户自行完成取货。
与传统电商相比,社区团购的运营模式更为轻,借助微信等社交流量入口,具有用户社区化易传播、商家集中化管理以及线上线下相结合的特点。
另外,线上模式不仅可以省去门店成本,优化成本方案,其采用预售模式,现金流快,有效减少资金周转压力,同时以销定采,根据订单销量进行采购,一定程度上实现零库存,极大的降低了损耗;平台通过源头直采,优化供应链,顺应消费降级趋势,提供高性价比产品,最终让用户体验到好货不贵。
社区团购这场战役,起于团长,终于供应链。和增长的“生于拉新,死于留存”不谋而合,也表明了其取胜的两个关键点就在于:
前端获取用户的速度与后端供应链的质量。前端市场扩展的多快决定了短期内有多大规模,后端供应链质量决定了这个规模能保持多久,两者相互依存,缺一不可。
综上:

  • 社区团购的关键点:拉新速度、供应链质量
  • 社区团购现阶段增长重点:用户数量和订单量的快速增长

三、用户拉新与激活

1. 拉新

社区团购的战略是团长拉新,所以当前社区团购拉新与激活的关键就在于:团长。
社区团购主要目标为下沉市场用户,以社区居民为主,下沉市场居民形态分为两类:

  • 一类是农村,一个村庄的人基本都是认识的,大半都是相熟的;
  • 一类是村镇等社区,社区内居民会比一二线城市社区居民会有更多来往,也会有相对更紧密的关系。

在这种情况下,团长相当于KOL,由于有天然的地理优势,团长和团员相互之间有一定的信任基础,团长在本地拓展用户就会比平台更容易。
除此之外,平台还可以请团长在自家门前展示平台logo为平台获得更多曝光,这也可以作为与团长合作的其中一项要求。
所以,各大平台把对新用户的拉新换个方式转嫁到对团长的招募上;由于团长和平台是利益绑定关系,所以相比直接找用户,找团长性价比更高,而团长,在这里主要充当了拉新一把手的角色。
万字长文:全面解读社区团购增长之路
社区团购对于团长的拉新也十分卖力,除了在宣传文案下功夫,也用了很多渠道进行团长招募:

  • 线上投放裂变方式:包括当地贴吧、QQ群、微信群、朋友群;本地新媒体平台、KOL、求职网站;当地团长线上推荐裂变等
  • 线下地推方式:平台直接对接社区门店、菜鸟驿站;社区活动地推;线下产品试吃活动等

2. 激活

对于下沉市场用户来说,高性价比的商品更能被吸引注意,各大平台针对新用户(数据指标定义为:已注册但下单次数为0的用户)推出各种优惠补贴政策,比如美团优选、橙心优选和十荟团的新用户1分钱抢购,多多买菜的新用户全额返。
万字长文:全面解读社区团购增长之路
利用优惠政策,配合团长宣传,吸引新用户完成首次下单顺利激活。
在这个过程中,我们把用户的aha时刻定义为“用户注册当日完成1次下单”,对团长的aha时刻定义为“收到1笔佣金”;对于团长来说,只要邀请到新用户注册平台就会有佣金入账,再加上各大平台针对新用户的大力度补贴,注册的用户也会比较容易达到aha时刻。
除了团长拉新并引导激活用户,各大平台在产品设计上也是尽最大可能帮助用户顺利达到aha时刻。
下面从新用户激活路径的产品设计以及新用户选品两个维度具体分析。
1)新用户激活路径
下面以美团优选、橙心优选、兴盛优选为调研对象简单看一下他们的新用户激活路径。
美团优选:
主要路径及页面截图示意如下:
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
从上面的流程可以看出,整个流程都是比较顺畅没有阻碍的,包括小程序一键登录也是直接调用微信接口获取的手机号和微信昵称信息,用户完全不需要进行任何编辑,最大程度的降低了用户的操作成本,在这个流程中有几个比较特别的点值得拿出来说一下:
① 红包设计
在用户打开小程序进入时会有一个惊喜红包的领取提示,给用户制造惊喜,且以抽奖的形式进行,会让用户有很幸运的感觉;而且是自己主动去操作获得的,在心里上会更有成就感,相对会更重视这个红包(满10元返10元券)。
但是其实无论用户是否领取,都是系统设计好的(从上面购物车和确认订单页面可以看出),但直接送和让用户主动获得达到的效果是不一样的。
万字长文:全面解读社区团购增长之路
② 激活的目标明确
在所有用户必经路径上全部设计“去下单”button,方便用户触达下单。
③ 首单支付成功的引导
引导1:分享到团长社群。这里面有两个点,分享动机和分享结果;从分享动机来看,美团优选从用户视角出发,名义定为提醒团长接单,让用户更有分享动机;从分享结果来看,会让社群更加真实和活跃,猜测平台也希望以此来激活更多的用户来下单。
(但从熟人视角来看,大家自己买了什么东西是不太愿意分享到群里让熟人们看见我买了什么及我又消费了的;而陌生人群反而没有这些顾虑。)
引导2:引导用户关注官方订阅号,增加用户触达渠道。
万字长文:全面解读社区团购增长之路
橙心优选:
主要路径及页面截图示意如下:
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
橙心优选与美团优选逻辑基本一致,而且活动手法也如出一辙,但橙心优选进入的页面是专门定制的页面,推荐的商品也是团长分享的相关商品。主要有两点说明一下:
① 红包设计
在进入小程序时,橙心优选也会先弹窗提示用户参加抽奖活动,活动逻辑与美团优选一致,不同的地方在于橙心优选会直接转动转盘,送“幸运”好礼,相比美团必须用手点的方式,步骤更简,也能让用户有幸运的心理。但这一步之差不会影响太大,可以根据自身活动情况进行优化。
万字长文:全面解读社区团购增长之路
② 支付完成后的引导
支付完成后与美团的引导点一致,也会引导用户关注公众号,但橙心优胜的地方在于用户关注公众号之后,引导用户传播,这点可以学起来,不断优化每个渠道的定位,以及每个节点的引导。
万字长文:全面解读社区团购增长之路
兴盛优选:
主要路径及页面截图示意如下:
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
兴盛优选的主路径与橙心优选相同,但兴盛优选没有太多优惠补贴的运营设计,整体来看比较朴实无华。
三家各有千秋,从共同优秀的角度总结来说:
① 从降低阻力的角度来说
进入页面无需登录注册可先查看商品信息,避免冷启动。
主路径都做到极简,页面重要信息的文案和设计都比较清晰容易理解。
② 从增加动力的角度来说
利用团长这个“熟人”的推荐,增加信任度
美团优选和橙心优选均给予新用户最大力度优惠和红包补贴政策,帮助用户“尝鲜”
③ 从助推角度来说
团长是天然的客服,能够帮助平台对新用户进行引导和使用产品,这也是社区团购中使用团长角色的优势;另外橙心优选APP针对新用户在首页专门做了使用流程说明,在团长无法服务到的地方产品主动进行引导。
在外部触达渠道上,主要还是利用团长的社群触达;但只要用户注册后,各家平台也会通过短信主动触达,而且在小程序上也会引导用户开启通知提醒触达;另外,美团优选和橙心优选有开发自己的APP,可对安装APP的用户进行push推送,且在新用户下单后,美团优选增加了订阅号触达方式,基本涵盖了所有可主动触发的触达渠道。
④ 从即时奖励角度来说
在用户完成下单后均对用户进行了“支付成功”的反馈;在后期,各家平台开始用户激励体系的搭建之后,必定会给予用户更多“真实奖励”上的反馈。
从不同之处总结来说:
① 主路径的设计差异
橙心优选和兴盛优选在用户通过团长分享的商品链接打开小程序后,进入的是商品详情页;而美团优选进入首页,即商品列表页。
关于该差异点晓晓的理解如下:

  • 对生鲜品类产品的理解:这类产品和淘宝上的衣服、护肤品性质不太一样,该类商品都是很生活化的偏小金额商品;而且拼的是用户对团长和平台的信任,在菜品的差异上其实并不大,而且在列表页关于商品的所有重要信息基本均可展示完成,所以商品列表页和详情页的差异可能并不是很大
  • 从自身及身边人的操作习惯的观察来看:基于团长在群里的推荐,以及及其便宜的价格(1分钱),会直接加入购物车进行购买,不会特别去到详情页进行查看。
  • 但从对平台运营逻辑的角度来看:美团优选新用户红包是满10元返10元,所以他们希望用户多购买达到10元,所以列表页会更容易促成用户完成这件事;橙心优选送的“1.99元优惠券(满2元可用)”也希望用户能够完成更高的成交金额,所以在商品详情页推荐了更多“邻居再买的商品”刺激用户增加商品;而兴盛优选对于用户没有运营方面的要求,所以没有特别设计,仅按照当前电商的正常路径进行设计。

② 运营手段的差异

  • 美团优选和橙心优选优惠力度更大。
  • 兴盛优选已经运营多年,在面对互联网巨头入场后的巨额补贴狂轰乱炸不得不进行一定的优惠补贴,从这里也能看出,兴盛优选在对新用户的获取上策略可能与美团及橙心不同,更加讲究稳扎稳打。
  • 但美团和橙心的新用户激活补贴上的确很有效,无论是团长在推荐上,还是用户传播,都更容易快速传播和成交。

③ 登录流程的设计差异

  • 美团和橙心在登录时,优先获取用户的微信手机号,然后再引导用户授权昵称;而兴盛却是相反。
  • 在这个设计上,可能不会有太大的影响,但优先获取手机号会优于授权昵称信息,获取到手机号才能对用户进行更多的运营触达,只知道昵称对平台来说,没有运营价值。
  • 在登录流程上,美团采用的引导方式比较一本正经,兴盛优选带了一句slogan,而橙心在这里的设计利用文案和图片设计将流程近一步简化,且充分利用了页面资源,同时也未对用户造成更多干扰。

万字长文:全面解读社区团购增长之路
2)新用户优惠选品
除此之外,对于新用户激活的选品也是一门学问,所以我们简单来分析一下当前美团优选、橙心优选、十荟团的新用户选品逻辑:
橙心优选和美团优选的信任专享商品较多,在首页展示前三个;十荟团目前看只有3个。
万字长文:全面解读社区团购增长之路
不考虑数量上的差距,我们从以下几点分析:
① 新用户激活达到aha时刻,需要让用户感受到产品的核心价值“物美价廉”,价廉很容易做到,收到商品后必须是相对优质的商品;所以,在这个地方,橙心优选选择的商品大多都是相对“标准”型的商品,蔬菜这种就不多,相对会更稳一些,不容易在商品上引起用户不满。
② 产品定位上,社区团购平台希望变成老百姓的菜篮子,所以对新用户的引导上也会有更多这样的选品来填充用户主观意识,美团优选即是如此,在美团优选能够保证物美价廉的基础上,提供更多产品定位相关的商品选择,也会让用户直观了解一些产品定位。
③ 着重说一下“价廉”,无论平台提供的商品是否真的足够价廉,0.01元总会比1.00元更吸睛,可以发现,美团优选的商品放眼望去没有超过10元的,而且有很多都是0.01元;除非是真的精挑细选的用户,否则在第一注意力上,美团的价格会更吸引人。再结合新用户对平台的不了解,也会低成本(几乎无成本)接触。
所以,整体来看,美团优选的品类选择可能更胜一筹。
(最后,新用户激活的选品上,随着后期产品的完善,各大平台也会根据用户画像和数据等更多维度不断优化选品策略。)

四、用户留存

在零售电商平台的留存上,即便下沉市场用户对价格更加敏感,但也对质量有一定要求;两家平台相争,如果一家商品质量不行,在价格相差不是特别悬殊的情况下,即便平台商品价格再低,用户也不会长期选择该平台,更何况,社区团购引流品类不太会拉开太大价格差距。
所以,对新用户的留存,一定要做到物超所值,超出预期,让用户在主观意识上不断巩固对这家平台物美价廉的认知。
而要做到物美价廉,优质的商品、供应链及高效运营管理成为社区团购成功的关键。
成功的社区团购平台需要成熟的线上需求-线下配送-仓储供应链的同城零售产业链,优质的商品和供应链及高效的运营管理为社区团购成功关键。
接下来我们将从选品、供应链、团长运营、产品设计、扩张地域选择这5个维度简单分析一下其对产品和留存的影响。

1. 选品

社区团购本质上是一门零售生意,而零售生意的讲求的就是服务和供应链;之于社区团购而言,平台想要长远发展,选品能力和对区域消费者的理解能力至关重要。
根据艾媒数据调查显示,用户主要在线上购买蔬菜、水果以及肉制品,食材的购买成为用户最主要的需求,社区团购也是基于此为选品重点。
万字长文:全面解读社区团购增长之路

2. 供应链

物美价廉可以说是社区团购的核心竞争力,而要想在保证产品“物美”的前提下保持价格优势,供应链是关键,优质的供应链直接决定社区团购的产品质量以及供应的持续性,因此选好供应商是直接决定社区团购能够做起来的关键点之一
解决方法是优化环节,完善供应链的布局,直达上游,解决信息不对称,批发层层加价的痛点;同时社区团购的预售C2B模式,一定程度可以解决库存积压及产品质量难以保障的问题;另外互联网通过数据积累,构建消费者画像,从而反馈、优化供应链。
如果要细说,里面会有很多很深入的东西在,完全可以单拎一篇文章来说了,所以本篇我们简单来了解一下美团优选、橙心优选、兴盛优选、十荟团、多多买菜的供应链设计。
美团优选:大仓—网格站—自提点的配送机制(从产品设计中也可以看出),当然供应商的招募和甄选也十分重要。
万字长文:全面解读社区团购增长之路
兴盛优选:供应商-服务经理-门店,兴盛优选自建物流体系,让供应商把货源发送到兴盛优选的共享仓,再通过共享仓、B2C仓,服务站,实现12小时内将商品从供货地匹配到自提点
万字长文:全面解读社区团购增长之路
十荟团:从产品中无法了解,从其他渠道了解到,目前十荟团的业务覆盖辐射全国,拥有华中、华东、华北、华南、西南、东北六大区域、百余城市点;而且十荟团始终坚持以城市圈为单位的扩张轨迹,再根据其打造的城市圈模型打造出一个三级仓模式:区域仓(共享仓)+城市仓(分拨仓)+服务站
多多买菜:拼多多从一开始就将供应链的优化定为长期的战略发展重点,很好的为多多买菜赋能;从多多买菜产品中也可以发现,其当前的供应链物流体系也采用网格站形式。
万字长文:全面解读社区团购增长之路
可以发现,美团优选、兴盛优选、多多买菜和十荟团的供应链体系的基本是一致的。
万字长文:全面解读社区团购增长之路
橙心优选:未找到相关资料,猜测其如果要保持供应链优势,大概也会采取该方式,或者会有更优的解决方案。

3. 团长高效运营

团长是链接消费者与商家的关键点,而团长的运营能力就直接决定了社区消费者的购买能力,所以“团长”的运营和服务水平,成为影响社区团购成功的重要因素。
除了拉新目的,“团长”工作还主要包括管理社群、商品推荐以及提醒顾客提货。
团长通过微信社群推荐商品的作用相当关键。团长可以清楚的知道社区比较受欢迎的商品有哪些,可以以此进行推荐,同时也可以选择平台上的高补贴商品进行推荐,团长在帮助团员筛选商品的同时,也能引导团员不断进行消费。
在这个过程中,团长就需要思考如何促进消费、提供周到服务、解答咨询,以及如何处理纠纷和协助售后;但是,团长的业务能力参差不齐,有的团长只是顺便做一做团长收益,做多做少很佛系,有的团长却会很认真的去研究和运营社群,实现自身利益最大化,而这样的团长也是稀缺资源。
所以,如何提升团长的运营能力、如何燃气团长的斗志将变得十分重要。而这也将是当下及未来一段时间里平台运营的重点。
当前各家对团长运营的详细战术在此不做过多介绍,我们简单分析一下平台可以如何更好的管理团长,最大化团长对平台的价值:

  • 团长培训体系:对团长进行培训,平时可以提供一些学习资源,帮助团长提升自身业务能力。
  • 团长固定激励体系:佣金透明及奖励即时到账;并结合任务体系,每月或每周固定分配任务,完成任务即可额外获得多少奖励。
  • 团长多变的酬赏:经常举行一些任务挑战,难度等级要适可,完成挑战即可获得神秘大奖。
  • 团长学习体系:对团长进行管理和运营,展示业绩较好的团长的业绩,并邀请他们分享,表现十分出色的还可以进一步提拔或给予更多资源;此外,并可据此提供团长更多赚钱思路,比如分享的动力是扩大个人影响力,其他有意愿的团长还可以付费跟优秀团长学习运营技巧。
  • 团长关怀体系:在节假日及团长生日等时间节点,为团长送温暖。

4. 产品设计

团长虽说是现阶段拉新与留存的重要角色,但团长对平台的忠诚度并不高,且团长的服务质量是不稳定的,兼职的团长随时可能“跑路”;在这种情况下,如何通过自身产品触发和唤醒末端用户,让用户更加“忠诚”将是产品工作的重中之重。
首先,我们还是来看一下平台当下的产品设计,我们以下几个维度来看一下:
1)产品结构
大体结构如下结构图:
万字长文:全面解读社区团购增长之路
该结构设计比较符合当前电商产品通用设计结构,符合用户认知习惯,除此之外:

  • 美团优选增加了图文菜谱模块,兴盛优选增加了视频菜谱模块
  • 而多多买菜作为拼多多APP内的一个大模块,设计秉承极简,在小程序内设计也同样保持一致,只有首页、订单、购物车三个重要模块

虽然产品内结构基本大致相似,但细节设计仍有不同:
首页:
① 品牌露出

  • 橙心优选:买菜,就是便宜;
  • 美团优选:便宜有好货、次日16点自提、售后无忧;
  • 兴盛优选:一家有温度的社区电商;多多买菜:售后无忧,品牌保障、极速退款、次日自提;
  • 十荟团:次日达。

总结下来,主要卖点为:物美价廉、快(次日达)、售后无忧。
在展示和卖点总结上,美团优选更胜一筹。
② 自提点选择
有助于定位用户所在社区需求,以此进行策略优化。
③ 商品分类入口
有助于用户对平台商品有初步的认知,同时帮助用户进一步选择自己所需要的商品。
④ 运营活动
节日特惠、限时秒杀、万人团购等常规活动设计,利用稀缺以及时间压迫的心理,来刺激用户消费。
万字长文:全面解读社区团购增长之路
万字长文:全面解读社区团购增长之路
分类:

  • 美团优选:首页分类里的商品与首页同类型下的商品排序基本一致,差异甚微。
  • 橙心优选:首页分类入口直接链接到“分类”模块,上滑悬浮分类下的商品与分类对应类目下的商品排序不同。
  • 兴盛优选:直接将首页里的分类入口和下面推荐商品的类型入口链接到“分类”下对应的类型里。
  • 十荟团:首页悬浮入口直接链接到分类,首页固定展示入口进入的商品排序与分类中也完全一致

从首页与分类的关系来看:目前首页内容与分类内容重合度较高,但从长远来看,随着对用户需求的精细化运营以及用户数据的获取,首页会有更多的推荐策略;而分类模块更像“图书馆”,方便按具体类目需求全量查找。
万字长文:全面解读社区团购增长之路
购物车:
在商品推荐上:

  • 美团优选、橙心优选:在购物车根据用户购物车的商品类型优化商品推荐策略,在产品内围绕用户购物第一步做足文章
  • 兴盛优选、十荟团:比较简单,但在后期发展来看,页面资源依然不可浪费;且从拼多多的多样化运营在下沉市场的成功来看,用户能够接受页面的丰满。
  • 多多买菜:由于购物车为弹窗形式,让内容变得更轻,也无需在弹窗上进行更多的内容设计。就生鲜购物场景来看,用户不太会像在淘宝上一样能把购物车加满,而且蔬果肉禽类商品有保鲜期和一定时令性,每次生活需要时候直接加入购物车并购买结清,所以弹窗设计也完全可以满足需求,但对于淘宝这样的产品可能就无法设计成弹窗形式。

关于自提点的设计:

  • 美团、兴盛、十荟团设计有自提点的展示,橙心优选没有
  • 个人思考:由于该类平台与百果园、每日优鲜这种地域线下门店内水果配送不同,不涉及每个门店内商品库存不同的问题,且在此处自提点也不可修改,所以无论是从功能逻辑还是使用场景,自提点的展示似乎有些多余。

万字长文:全面解读社区团购增长之路
我的:
“我的”里面可以看出很多产品的运营痕迹和其他信息:

  • 比如美团的优惠券、红包、活动中心;橙心优选的余额、优惠券、赚钱中心;兴盛优选和十荟团的优惠券
  • 从运营手段也可以看出,美团和橙心相对会有更多的运营思路,逐步完善运营体系设计、用户激励体系设计;而兴盛优选和十荟团相对来说运营痕迹会少一些,但对社区电商来说,运营手段也是十分重要的,尤其产品发展后期。

万字长文:全面解读社区团购增长之路
菜谱:
美团优选和兴盛优选均加入了菜谱模块,区别仅在于形式,我们从该功能的必要性和未来发展的可能性来分析一下。
从功能必要性来看:

  • 根据艾媒数据调查显示,用户主要在线上购买蔬菜、水果以及肉制品,食材的购买为用户最主要的需求,所以结合用户的实际消费需求,加入“菜谱”设计能够扩展用户的使用场景,并将电商加入社交属性,增加用户使用频率,更有利于用户留存
  • 结合抖音、快手类短视频形式菜谱分享的火热程度以及下厨房的成功发展,该功能的加入会给产品带来更多的可能性

从未来发展的可能性来看:

  • 在后期如果验证了该模式的成功,各大社区平台将全部快速投入“菜谱”体系的搭建。
  • 菜谱的形式也将不仅仅限于图文、短视频,还会有中长视频、直采直播等更多玩法
  • 在内容的建设上,也将不再仅仅是炒菜,还会有烘焙、甜点、饮品、水果拼盘等等更多内容的丰富
  • 在运营体系的搭建上,也将会考虑充分利用“学习做菜”这一场景和需求进行更多运营手段的探索
  • 最重要的,平台可以邀请抖音、快手的相关领域的KOL入驻,并吸引更多UGC创作,后期这个博主或将成为新的主力带货“团长”

万字长文:全面解读社区团购增长之路
2)各家平台用户行为闭环设计
hooked模型,应用hooked模型设计用户行为闭环,是提升留存常用的手段。
用户行为闭环,即通过某种渠道主动触达用户,引导用户完成某个关键行为,并给予用户相应的“奖励”;通过用户行为闭环的设计,使用户重复该闭环路径,不断培养和巩固用户使用习惯,使用户形成依赖,在之后有相应需求的时候就会下意识的打开产品。
万字长文:全面解读社区团购增长之路
① 来看下各产品现有的触达渠道

  • 短信:只要用户注册即可获得。但现在这种营销短信很容易就会被手机智能拦截。
  • push:目前美团优选、橙心优选、多多买菜有相应独立或者依托的APP,可以进行push推送
  • 微信生态:小程序、公众号、订阅号、视频号

万字长文:全面解读社区团购增长之路
微信生态矩阵橙心优选比较完善,而且认证官方服务账号,更加权威,增加信任感。
从另外一个角度,在上面新用户激活部分也有提到,虽然各大平台当前都有自己的微信生态矩阵,但仍然需要在合适的时机引导用户关注,否则依然无法触达用户。
② 可能的行为设计
对于平台来说,培养用户的习惯就是打开平台产品并成交,而且本身社区团购电商是相对中高频应用,所以我们的行为设计最主要的是“完成下单”,更高频的行为就是先让用户经常打开产品来逛逛,瞧瞧。
所以,我们针对这两种目的,会有不同频次的推送设计和触达引导方法。
③ 当前存在的行为闭环设计
目前晓晓截图到的仅有短信和小程序服务通知两种触达方式,美团、橙心、多多均有push,但这里没有示例暂且不多说了。
万字长文:全面解读社区团购增长之路
短信以橙心优选为例(加入购物车&购买不再做展示):
万字长文:全面解读社区团购增长之路
服务通知以多多买菜为例:
万字长文:全面解读社区团购增长之路
当前闭环存在的问题:

  • 似乎更加关注小程序打开率,而非闭环的购买率。
  • 当前体验到的除了提货通知这种强关联的,其他类似于红包补贴、降价通知等的提醒,均直接进入小程序首页,接下来没有一个对应的引导;比如多多买菜的商品降价提醒,打开并不是对应的商品,而是小程序首页,路径并不能很好的衔接;以及橙心优选的鸡蛋,也不能直接找到这个便宜的商品进行购买。

闭环优化建议:

  • 针对不同类型的提醒设计更精细化的路径,并形成sop。比如橙心鸡蛋的例子,打开小程序可以直接进入商品详情页,或者把商品放在首页第一位置,便于用户找到对应商品。
  • 将提醒按目标进行分类,一种是不断进入用户视野,让用户记住产品的提醒类型,一种是希望用户点开提醒进入小程序完成购买行为的推送提醒;根据不同目的来设计文案和数据指标。

④ 探索新的闭环设计
由于我们无法实际拿到内部数据,所以根据我们的理解简单从三个维度来思考可能的闭环设计。
a、提升参与频次
目前由于产品还是初期成长期,很多运营手段未加入,我们根据常见玩法分析:

  • 后期引入每日签到等任务体系来增加用户的产品打开率;
  • 橙心当前推出的果园也可以作为打开引导物;
  • 美团和兴盛推出的菜谱功能,为高频功能,可以以此来引导用户回到产品。

b、提升参与强度
对于社区团购平台来说,强度=金钱,单次消费金额越大,强度越高,所以从提升客单价角度考虑:

  • 优质菜谱推荐将金额较大的内容赋予高一点的权重来引导用户增加消费金额;
  • 充分利用当前已有的有门槛红包;
  • 完善用户激励体系。

c、增加使用场景
除了广泛意义上的使用场景,还包括触发渠道的完善:

  • 目前平台的订阅号、公众号、视频号都还没有很好得利用起来,需要以此来增加触点,覆盖用户更多的使用场景;
  • 菜谱增加早餐、甜点、果盘等的类型的制作方法,覆盖用户更多的生活场景。

根据以上分析,以菜谱功能触发举例:

  • 闭环设计:提示有热门/上新/尝鲜等菜谱 -> 点击打开APP或小程序进入相应菜谱详情页 -> 浏览菜谱 -> 根据菜谱推荐购买菜品;
  • 触发渠道:需要根据触发渠道进行划分,比如专门使用公众号和订阅号渠道触达,服务通知主要发送降价等优惠通知及到货提醒,push可以比较综合,因为push相对弱一些;
  • 触发频率:菜谱一天最多触达3次,可以根据早、中、晚三餐时间进行触达时机设计;
  • 数据指标:主要为购买率,还需要监测触达率、打开率、菜谱浏览率;
  • 前提基础:菜谱功能经过数据分析发现的确对用户留存有帮助。

5. 扩张地域选择

除此之外,社区团购平台全部都是选择性以某个地区开始发展,逐步扩增,对于城市的选择也是一门学问,感兴趣的朋友可以通过《社区团购城市选择策略研究》这篇文章了解。

五、未来展望

1. 后续发力重点

总结来说,主要有以下3点:

  • 完善团长管理制度;
  • 持续优化供应链;
  • 完善用户习惯培养机制及用户激励体系。

2. 更长期角度来看

从更长远角度来看,社区团购有可能走上去团长化和与实体店合作共存的道路。
何为去团长化?
短期来看,如何快速招募和管理团长并利用团长资源充分为平台提供价值成为平台发力的一个重点。
但如果没有强运营,团长的忠诚度都是很低的,现阶段情况是一个团长不仅仅是一家平台的团长,而是每家平台的团长,团长也不会只推荐一家社区团购平台的商品,有生意就做,这也是利益绑定必然存在的问题,只要你来开疆拓土,无论你对团长的奖励是什么,团长都会接受。
但在当前阶段,平台还需要团长最大限度的为平台获取新用户,并为社区用户的消费进行引导等多种服务;而团长也需要平台能够为他带来收益,所以这个问题早期是可以被忽视的;但随着平台的发展,市场份额的占有率扩增,平台对团长的要求将会是如何帮助平台最大化的完成订单成交。
这个时候,有可能你费时费力的培训的团长还帮别人家完成了成交额任务,所以最终,要么去团长化,要么让团长忠诚。
要一个人对一个平台忠诚是很难的事情,所以有可能最终平台会发展为去团长化,实现标准化运营。
但是这需要两个前提条件的实现:

  • 第一,用户与平台间建立了良好的信任基础,群成员的规模也相对稳定之后,团长最核心的引流作用会逐渐消失,由此,团长的职能会转变为简单的客服工作。
  • 第二,平台基于流量集中和变现的需求,将用户浏览、购买的习惯由微信群推荐引导至App,那么团长自然而然也不再是运营的核心。

所以,还是需要快速优化供应链,并想尽办法不断培养用户主动使用习惯。
其次、与实体店合作共存,完善消费场景。
挑选有实体店的团长,与其进行合作,为他们提供优质货品,他们不好卖的品类可以形成互相之间的流动买卖,卖的火爆的支持在店里预订。
用户永远都存在即时性消费需求,存在“逛街”需求,而且总有用户喜欢看到商品再购买,尤其在对水果的挑选上;除非有很强的信任基础,平台也能够每次都提供符合口味的水果,否则他们都需要先尝后买。
所以以此来满足用户更多场景下的用户需求,既然干不掉,那就合作共赢。

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上一篇 2021-02-25 10:49
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